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| *Ostroff, Fair and Company>>>Marketing & Sales |
Sales Techniques? |
I am especially looking for information on better ways to help sway a potential client away from a service they are already using without coming across as desperate or "green". Just avoid asking them outright to switch. Tell them the benefits of this other system and don't put down their company. Let THEM see it. A sales trainer I especially like is Tom Hopkins. I have used his methods successfully. http://www.1-800BadCredit.com The biggest recommendation I have is to find out what the client's needs are. Most people don't like being "sold"; however, if you know what the client wants/needs and you have a product or service that will fill that need, show the client how what you have is a good fit. As such, "know your stuff." Be able to provide the client with tons of information about how what you offer will benefit him/her. If you do this the right way, you'll be seen as more of a consultant than a salesperson. If you don't want to sound 'green,' then sound confident. When I run across this situation, I will do the usual scouting about price, service, etc. and I'll point out things that I believe make me a better option. But in the end, you have to sound like you don't NEED the business. By this, I mean that you have to be able to say confidently, "Well, I hope you continue to get the service that your company deserves. If you ever feel like you're not, here's my card. I know I can provide the quality of service that you deserve." And walk away. Be confident in your product/service. One of my favorite lines for a new client is, "Give me your trust this one time, and I'll never have to ask for it again." just be sure you can back up what you're selling this tactic leverages your reputation. Another good line if you get the feeling the customer thinks you're begging is "I don't need your business, I WANT your business" that give the feeling of confidence but can come off as arrogant to some customers. Know your people. This is one of the best and oldest 'salesman' things you can do: Whenever you are talking to your client, in the back of your mind, act as if they have already purchased whatever you are selling..and, you are only telling them about what they have already purchased!!! I know it sounds odd, but I used to work with office equipment salesman and one of them used this all the time and it really helped his sales!!... |
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